Cutting-Edge Strategies to Build an International Network of Partners and Friends How can a small company do it? Why must a small company do it?

Cutting-Edge Strategies to Build an International Partnership Network

Member of

Cutting-Edge Strategies to Build an International Network of Partners and Friends

How can a small company do it?

Why must a small company do it?

argelichIndependent Information and Independent Information and Communications Technologies Consultants Communications Technologies Consultants

Building the futureBuilding the future

Seville, June 1, 2011Seville, June 1, 2011


Member of ProfileProfile

The company was founded by Mr. Agustín

Argelich after the Barcelona ’92 Olympic

Games. He was one of the youngest project

leaders in the Barcelona ’92 Olympic

Organizing Committee.

Argelich is an independent Information & Communications Technology engineering and

consultancy company.


Member of

Life is networkingLife is networking

Improve human networking using electronic networking

Run business on networks, run networks with management

No telecom, no business


Member of

InternationalInternational

Countries where we have developed projects:

Spain (20 years)Portugal (15 years)Switzerland (7 years)Austria (3 years)Czech Republic (3 year)

Working languages: Spanish, English and Catalan.

No conflict of interest with Vendors, Carriers and Systems Integrators.

IndependentIndependent

Argelich is a member of the Society of Telecommunications Consultants, the largest North American association of Independent Telecom Consultants.

Partnerships in the US, Canada, and France


Member of

STC is an international organization of independent telecommunications and information technology consultants who serve clients in business and government.

Founded in 1976. Celebrating its 35th anniversary.

Based in California.

STC members adhere to strict professional standards and a rigorous code of ethics.

The Standard of Excellence in Telecommunications Consulting

STC is dedicated to improving the competence of its members so that they may serve clients with reliability, integrity, and the highest level of professionalism.

STC groups approximately 150 Principal Consultants.

Thinking of building a better future


Member of

There is no other There is no other option.option.

Our clients asked us to Our clients asked us to provide services out of Spain. provide services out of Spain.

April 13, 1970, at 21:30: Jack April 13, 1970, at 21:30: Jack Singert from Apollo XIII at 320,000 Singert from Apollo XIII at 320,000

km from Earth km from Earth

““Houston, we Houston, we have a problem.”have a problem.”

Why did we decide to work Why did we decide to work internationally?internationally?

Globalization: we are living in a Globalization: we are living in a small world now. small world now.

Our business, consultancy, is one of the first services companies globalize. Company

headquarters needs to establish the same telecom strategy and networks throughout their subsidiaries; thus, if a consultant wants to keep working with his current clients and acquire new

ones, he must be able to provide services worldwide.


Member of History lessons learnedHistory lessons learned

Don’t ignore the nature of things.

Use the right technology.

The Polish Pomorska Cavalry, The Polish Pomorska Cavalry, ignoring the natureignoring the nature of our of our tanks, had charged them with swords and lances and had tanks, had charged them with swords and lances and had suffered tremendous losses. suffered tremendous losses.

General Heinz Guderian, General Heinz Guderian, commander of the 19th Corps. commander of the 19th Corps.


Member of Mobility is the “fall of the wall” in Mobility is the “fall of the wall” in enterprise communicationsenterprise communications

No more borders, no more

geographical limits in your network

Voice, data, video, and control signals

Wireless high capacity data

networks


Member of Demographic considerations Demographic considerations

They have always been living with what we (adults) call new

technologies.

Probably, it is the first time in human

history that new generations, our teenagers, are

more innovative and dynamic than

enterprises.

Ageing society


Member of

Multinational and multidisciplinary teams

Three-dimensional and polyhedral reality

Complex and Complex and multidisciplinary multidisciplinary

projects projects

Work on a project basis Work on a project basis


Member of The party is overThe party is over


Member of Work on a network – work on a project Work on a network – work on a project

basisbasisRigid organizations have no future in a changing world.

Learning organization

Multinational and multidisciplinary teams


Member of How did we build an How did we build an international network of international network of contacts and business contacts and business

partners? partners? Attending professional

conferences.

Speaking at international congresses.

Publishing articles in international publications.

Being active in social network forums.

Joining international professional associations and chambers of commerce and being active members.


Member of

Documento Adobe Acrobat


Member of

How do you chose the right partner? How do you chose the right partner?

Detect an opportunity.

Sign an NDA.

Ask or investigate their reputation.

Visit their office.

Follow your intuition.

Check if you share the same values, ethics, methodology.

Sign a win-win agreement with crystal-clear scope and fees.


Member of

OR


Member of

Innovation is a Innovation is a new way of doing new way of doing

something.something.

The innovation dilemmaThe innovation dilemma

Evolution versus RevolutionEvolution versus Revolution

Taking risks is Taking risks is inevitable.inevitable.

You can manage You can manage the risk.the risk.


Member of

Your competitors will do it. Your competitors will do it.


Member of Why is it so difficult to Why is it so difficult to implement a change? implement a change?

“Humans only change when they actually

realize the consequences of not

doing it.”

”

It’s easier to do nothing.It’s easier to do nothing.


Member of International business International business needs budget and time. needs budget and time.

Time is the most Time is the most expensive issue.expensive issue.

Ask for and use Ask for and use government government

agencies’ funds.agencies’ funds.


Member of

Strategies Strategies


Member of

What is really What is really important is your important is your

attitude.attitude.

Aptitudes Aptitudes and and

AttitudesAttitudes

You chose your You chose your attitude.attitude.


Member of

As Gaudi imagined As Gaudi imagined Barcelona’s new Barcelona’s new

cathedral, … cathedral, …

… … imagine your own imagine your own future.future.

The power of imagination The power of imagination


Member of

Columbus was looking for Columbus was looking for a different route to India.a different route to India.

He was successful, He was successful, because he was open-because he was open-

minded.minded.

He was trying to He was trying to optimize an established optimize an established

procedure.procedure.

He thought globally.He thought globally.

“Integrated

communications to

optimize business

processes”


Member of

Saber elegir los socios adecuadosSaber elegir los socios adecuados

Contratos de sumisión o acuerdos Ganar / Ganar

Create your own opportunities. Create your own opportunities.

First habit of efficient people. First habit of efficient people.


Member of Improve your Improve your communication skills communication skills

•Technicians have to Technicians have to improve their improve their communication skills. communication skills. •Be careful with e-mail.Be careful with e-mail.•Building human Building human relations need timerelations need time..•Networking.Networking.•Interdependence.Interdependence.


Member of Listen Listen

Try to understand Try to understand before being before being understood. understood.

Take care with Take care with cultural issues.cultural issues.


Member of Ask Ask Ask about their needs Ask about their needs

and expectations. and expectations.

Spend time with your Spend time with your potential partners and potential partners and

clients.clients.

Ask for help, if need be.Ask for help, if need be.


Member of

Objective - Retos

UC2: Unified Communications and Collaboration

Use the right tool Use the right tool

What are the right tools?

Social networks


Member of Video ageVideo age

12%

35%53%

Kinesthetic

Audio

Visual

You CANNOT renounce your most important communication

channel.

Persuasion channels

Human communicatio

ns are not easy.

High-capacity IP networks allow video

transmission.

““The world runs through The world runs through visual communication.” visual communication.” John Chambers, CISCO CEO, Barcelona Mobile Global Congress, John Chambers, CISCO CEO, Barcelona Mobile Global Congress, February 2008February 2008


Member of Is web collaboration an option? Is web collaboration an option?

Important hard $ savings • Travel expenses• Time traveling

• Balance between professional and personal live

It’s not an option, it’s the right choice.It’s not an option, it’s the right choice.


Member of MobilityMobility

Always on-line, if you want.

Mobility is the next big frontier in networking, and providing continuous access to mobile personnel will be the single most important thing we can do to improve productivity.”Michael FinnerandBm Associates Inc.

Work from wherever you need to.


Member of

Benefits Benefits and and

Results Results


Member of Direct benefits - hard $Direct benefits - hard $

Average of 20% of our turnover


Member of

Brand recognition Education

TrainingMulticultural visionOpen-mined vision

More and bigger business opportunities

New ideas

Don’t be the captain of the Titanic!

Indirect benefits – soft $Indirect benefits – soft $


Member of

Our North American PartnersOur North American Partners

www.marlboroconsulting.com

New Jersey -Washingtonwww.marthabuyer.com

New York

www.intech-group.com Philadelphia

www.teleplusconsulting.com Minneapolis

www.crploof.com Detroit

www.eddingtonconsulting.com Toronto

www.xpensert.com New York - Bogotá

www.3d-cellular.com Montreal

www.digby4.com New York


Member of Top ten strategiesTop ten strategies

Believe in yourself, in your product, in your company.

Join the right associations, professional and commercial associations alike.

Travel to attend one-to-one meetings.

Be visible: speak at conferences, write articles, post in forums.

Be careful with e-mail. Call, or better, video call people. Prioritize visual contacts.

Be tenacious and patient: everything needs time. Be in touch regularly.

Consider cultural issues. Similar doesn’t mean the same. Improve your communication skills.

Interdependence. Don’t do everything yourself. Establish win-win agreements. Look for help.

Long-term agreements instead of short-term ones.

Be open-mined. The power of imagination.


Member of

Questions?Questions?


Member of

The key to The key to successsuccess

People are People are the keythe key


Member of

Let us create wealth

together.

Shaping the future … Shaping the future …

By improving your international

networks you will …

Improve your life.

Improve your society.

Improve your business.


Member of Agustín ArgelichAgustín Argelich Telecom Engineer (12/1986) www.salle.url.edu

European Engineer (no. 12,868 ES) www.feani.org

Vice President of the Society of Telecommunications Consultants and Chairman of the International Affairs Committee www.stcconsultants.org

Founder. President. Principal Consultant. ARGELICH INGENIEROS. Independent ICT Consultancy and Engineering Company

Member of American Chamber of Commerce in Spain www.amchamspain.com

Member of COITT www.coitt.es

Member of IEEE www.ieee.org

Member of Cercle del Coneixament www.cperc.net

Founded the company in 1992

25 years in telecom project management

Previous professional experience: Barcelona '92 Olympic Organizing Committee (04/1990 to 10/1992). Technology Director at

IX Paralympic Games Barcelona '92. Telecom Controller during Olympic Games.

Ascó Nuclear Power Plant (03/1988 to 03/1990). Telecom Manager.

Spanish Air Force. US and Spanish Common Air Base in Saragossa (03/1987 to 02/1988). Lieutenant.


Member of Independent consultancy services

• Feasibility studies.

• Negotiate agreements between end user and the facility manager.

• Look for international funds.

• Design and re-design financial models.

• Prepare technical specifications. Network design.

• Select systems integrators. Public tender process. Propose and negotiate contracts.

• Project management of implementation phase. Acceptance test.

• Select network manager. Public tender process. Propose and negotiate contracts.

• Select carriers. Fixed and wireless (mobile).

• Ongoing network management supervision.

• Propose new investments and projects. Discuss with carriers and network manager.


Member of Corporate cultureCorporate culture

Independent International Learning organization Service-oriented High quality Innovation Efficient & synchronized team

Our aim is to make sure that our clients obtain great benefits from our services, whilst building a relationship based on full trust.

We provide the best quality, knowledge, and experience.

We work closely with our clients in order to achieve our common goal, looking to the future and towards continuous collaboration.


Member of

Contact data Contact data

Rambla de Catalunya, 112

08008 Barcelona, Spain

Tel. + 34 93 415 12 35

Fax + 34 93 217 42 98

E-mail: [email protected]

www.argelich.com

Business

Cutting-Edge Strategies to Build an International Network of Partners and Friends How can a small company do it? Why must a small company do it?